Ph3EMEA Sales Director, ISV Embedded Solutions /h3 pCanonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1,100+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder led, profitable, and growing. /p pWe are hiring a bSales Director, ISV Embedded Solutions /b in various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. /p pCanonical supports ISV customers and alliances in building on Ubuntu and Ubuntu Pro, which helps them deliver fast, reliable, secure, compliant and consistent solutions. /p pWe offer the world's most extensive base of open source software, backed by comprehensive SLA support, FIPS‑certified cryptographic compliance, and security commitments that meet HIPAA and FedRAMP standards. We are the top‑rated operating system for developers. Partnering with every major public cloud provider, we ensure Ubuntu is optimized and seamlessly integrated with their unique services, making it easier for ISVs to deploy solutions confidently across multi‑cloud environments. Additionally, we collaborate with leading server manufacturers, IoT providers, and silicon vendors to enable, optimize, and certify Ubuntu on their hardware. This makes Ubuntu an exceptional choice for ISVs selling physical appliances or traditional software solutions. /p pThe world's biggest brands in AI build on these Ubuntu Pro capabilities to ensure they stay focused on their product proposition rather than maintenance or compliance. /p pLocation: Multiple openings in the Americas and in EMEA time zones. /p h3Responsibilities /h3 ul liDrive embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets. /li liLead customer and partner relationships and interactions through all stages of the sales, customer success, and support lifecycle. /li liDeepen understanding and engagement with the open source ecosystem. /li liIdentify and develop partnerships that support Canonical's strategic ambitions. /li liCollaborate with product management to ensure fitness and enhancement of our platforms and solutions for ISVs. /li liNegotiate contracts with new and existing ISV partners and customers. /li liShape our content and messaging for ISV partners and customers. /li /ul h3Qualifications /h3 ul liExceptional academic track record from both high school and university. /li liUndergraduate degree in a technical subject or a compelling narrative about your alternative chosen path. /li liAbility to establish strategic relationships with large organisations at all levels. /li liPassion for technology and extensive experience with the software and SaaS industry, Linux (Debian or Ubuntu preferred), the open source ecosystem, cloud models, and container service offerings. /li liExperience with lead generation and business development in the software sector. /li liExcellent interpersonal skills, curiosity, flexibility, and accountability. /li liOutstanding business English writing and presentation skills. /li liPersonal drive to meet commitments and track record of delivering beyond expectations. /li liCommitment to leadership, skills development and mentorship. /li liAppreciation of diversity and effectiveness in a multicultural, multi‑national organisation. /li liAbility to travel internationally twice a year for company events up to two weeks long. /li /ul h3Benefits /h3 ul liDistributed work environment with twice‑yearly team sprints in person. /li liPersonal learning and development budget of USD 2,000 per year. /li liAnnual compensation review. /li liRecognition rewards. /li liAnnual holiday leave. /li liMaternity and paternity leave. /li liEmployee Assistance Programme. /li liOpportunity to travel to new locations to meet colleagues. /li liPriority Pass, and travel upgrades for long haul company events. /li /ul h3About Canonical /h3 pCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence – in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. /p pCanonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. /p pReferrals increase your chances of interviewing at Canonical by 2x. /p /p #J-18808-Ljbffr